Cold calling is something that not everyone is like. Some of us don’t like it and some of us love it. It really depends on how you feel about it. If you have cold-called, you may have been on the receiving end of rude or nasty utterances. One of those that I hear a lot is “I am not interested”. That can be really difficult to swallow but there are ways to overcome such objections.
What is cold calling?
Cold calling refers to the process of attempting to make a sale via telephone to people who are not current customers. You don’t make the call expecting an answer but you don’t really care. You are just trading your time for making a sale. If you are like most people, you do not mind answering a few questions and responding to people. If you don’t mind then the objection doesn’t really matter.
If you really don’t like cold calling then you can try turning it up in the customer’s office. This can work, especially if you are selling a service. Arranging a meeting with your prospect to discuss their needs can also be a great way to overcome an objection.
When do you know if a cold call is working?
If you are cold calling and you keep coming up against these objections then you may be doing something wrong. If you are getting these objections when you are trying to set up a meeting then you may want to reconsider what you are doing.
As you make the calls, keep a note of what you are trying to achieve and what objections you are getting. There may be a strategy that you could implement to overcome these objections. Sometimes you may just end up at a closed door. If this is the case, do not give up. Rethink what you are doing and come up with a new way of approaching cold calling.
Okay, so you are getting closer
The chances of picking up the phone are not getting any better. It may be time for a different approach. If you are not getting anywhere with cold calling then maybe it is time to look at your commercial relationships. Are your customers happy with your current sales representative? You may want to raise your prices and see if that makes a difference.
Perhaps if you get a better sales rep then things will improve. Again, keep note of what you are doing. If you need some help with a new sales rep then contact an agency like The Sales Training Group. They will be able to help you.
Get yourself a Sales intelligence tool!
If you are getting a lot of rejections for your cold calls and you still want to continue with this then it may be time to invest in the use of a Sales intelligence tool. A sales AI (artificial intelligence) is a platform that allows you to keep track of all of your customers and where they are at in their relationship with your company.
Using a Sales intelligence tool means that you can track the previous interactions and then see where you are at with them, i.e. are you in the discovery phase, having built a relationship, or are you in the implementation phase where the sale has been made. See if using sales intelligence software makes a difference in the number of cold calls you get accepted.
Cold calling is not for everyone and it may not be the right choice for all people. However, for some companies, cold calling is a main source of income. There are plenty of people out there that want to do it, they just need to be shown how.
If you successfully overcome your objections then your customers will find you and go through the process of buying from you. We look forward to seeing the positive outcome!
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